Tag Archives: negotiation tactics

How to overcome the mythical fixed pie syndrome

In the business world, why is competition so often the norm, while cooperation seems like an impossible goal? One of the most destructive assumptions we bring to negotiations is the assumption that the pie of resources is fixed.  The traditional approach to negotiation is sometimes called ‘positional’ or ‘distributive’ because a limited amount of benefits [...]

Detecting and handling lies during negotiations

Have you ever been in the situation when you really didn’t believe what someone was saying? Did you have a sense that something didn’t ring true or a gut feeling that all was not right? Perhaps they were saying ‘Yes’ yet their heads were shaking ‘No’? It is unlikely that participants to a negotiation will [...]

Concessions in Negotiation Involve a Delicate Balancing Act

Whether you’re faced with suppliers looking to hike prices, clients extending their payment terms, fixing a price for new business or dealing with an employee’s request for a pay rise, understanding the art of negotiation will considerably increase your chances of a positive outcome. A “Win-Win” negotiation can only be achieved if both parties are [...]

negotiation tactics

Do underhanded negotiation tactics work?

The answer, unfortunately, is usually yes. Research on negotiations skills and tactics shows that the party who is most competitive usually gets a better deal than the party who is either accommodative, compromising or even collaborative. So, if you take the other negotiator or team of negotiators by surprise, play on their weak points, threaten [...]